Insights

Building a Winning Sales Management Team: The Force Behind the Force

ZS Associates and The Forum Corporation
Tony Yeung

Building a Winning Sales Management Team: The Force Behind the Force
Tony Yeung, Associate Principal, ZS Associates
Michelle Del Rosario, Executive Consultant, The Forum Corporation


Would you rather have excellent salespeople with an average sales manager, or average salespeople with an excellent sales manager? Research suggests there is a clear answer—if your focus is on sustained high performance.

This webinar combines concepts and strategies from ZS Associates’ recent book, Building a Winning Sales Management Team: The Force Behind the Force, with Forum’s research and frameworks on leadership and sales effectiveness.

The webinar covers:

  • The sales manager’s three main roles
  • Leadership challenges of the first-line sales leader
  • A three-step process for defining and implementing the right sales manager role at your organization
  • The development priorities sales managers need to make the jump from salesperson to manager

Webinar Recording


To access the webinar recording, please visit the SMA website.